Capture and Proposal Management Training

How to be a consistent winner: Creative Capture and Proposal Management

2-day class on getting ready to win and closing the sale with the Government – over and over again.

This two day class covers all aspects of the capture and proposal management process.  The first day covers a detailed capture process and provides instruction on how to effectively develop new business opportunities to position for a winning proposal effort. A Capture Record template is used to organize the presentation, and is made available to each participant.
The second day provides detailed instruction on the Design-iT proposal development process, covering all stages from win strategy development through production. Templates are used as the basis for discussion, along with interactive practice sessions.

This class is targeted to business owners, capture managers, business development managers and proposal managers.

Day 1 – Capture Management

“Breaking down capture management into the various components of messaging and relationships was straight-forward and incredibly useful. The instruction was outstanding, as were the instructor, the materials, and the logistics. Well worth the money spent.” David Popelier, Managing Partner FourWinds Limited

Topics:

What is Capture Management

Market analysis

Building a relationship before the opportunity

How to know which opportunity is yours

Managing a pipeline

Building your opportunity data - the Capture Record

1. Opportunity Data

• Identifying what the customer needs, and what the customer wants
• Building a background data library
• Who is the competition

2. Putting together your Capture Team

• Components of an effective capture team
• The role of key personnel and creative project organizations

3. Understanding the Customer

• Who are the players
• The two types of hot-buttons
• Your language - their language

4. Strength to Win

• Strengths and discriminators
• Ghosts
• Language
• Storylines

Day 2 – Proposal Management

“Invaluable! This proposal management course is a must for anyone involved in the proposal management process. The instructor was extremely knowledge and captivated the audience sharing great ideas, tools and techniques.” Diane Reilly, Vice President, Richard S. Carson & Associates, Inc.

Topics:

• Overview of the Proposal Life-Cycle
• Turning a Capture Record into a Win Strategy
• Developing the Proposal Architecture - a map to the proposal structure and compliance
• Appearance - cover to cover
• L-M-C map
• Writers and page counts
• Mapping the Win Strategy
• Developing the Themes
• Exercise - A Proposal Architecture
• Building the Proposal Schedule
• The First Data Call (Who are those teammates?)
• Holding the Kick-Off
• Getting Your Team Ready
• The Proposal Blueprint - everything you need to start writing
• Formulating the right structural questions for the writers
• Developing your graphical story
• Collecting your proof points and short stories
• Building your information elements
• Exercise - Facilitating a graphical storytelling session
• Framing - building the writers document
• Color Team Reviews - how to make them useful
• Writing Guidelines - what makes for good proposal writing
• Engineering the Proposal - developing a proposal that presents well
• Driving the Bus - controlling your team, your document and your schedule